Manager, Sales Strategy & Planning

About the role

Airtable is seeking a strategic and analytical professional to join its Sales Strategy & Planning team. This role is central to supporting sales leadership with data-driven insights and operational frameworks to drive revenue growth and scale. You will be instrumental in transforming raw data into actionable plans that guide sales execution.

Key facts

What you'll do

Develop and maintain essential reporting systems that sales leaders rely on for business operations, including dashboards and data models.

Analyze sales performance data, such as pipeline, forecast, productivity, and revenue, to uncover trends and provide clear, actionable recommendations to leadership.

Contribute to the entire sales planning process, encompassing capacity modeling, territory structuring, quota distribution, and go-to-market strategy formulation.

Manage the sales forecasting process, using data to identify potential risks and opportunities, and enhance forecast accuracy.

Utilize AI tools to improve analytical efficiency, automate reporting, and discover insights that would be difficult to find manually.

Address complex, high-priority requests from across the sales organization by developing structured plans and delivering clear outcomes.

Collaborate with Finance, Marketing, Product, and Revenue Operations teams to ensure alignment on key metrics and strategic objectives.

Requirements

Possess 5-7 years of experience in sales strategy, revenue operations, sales operations, or a similar analytical role within a fast-growing SaaS or technology company.

Demonstrate a solid understanding of sales organization mechanics, including pipeline management, forecasting techniques, territory planning, and key go-to-market metrics.

Exhibit strong analytical capabilities, with the ability to build models, analyze data rigorously, and derive sound conclusions.

Be proficient in using AI as a practical tool for daily work, including AI assistants and prompting techniques, and be able to assess AI's effectiveness in workflows.

Communicate complex analytical findings clearly and concisely to senior stakeholders, adapting your message for different audiences.

Approach work with a builder's mindset, comfortable creating new processes and improving existing ones.

Thrive in ambiguous situations, capable of transforming unclear requests into structured action plans.

Demonstrate a collaborative spirit and build trust across different teams and levels.

Have advanced skills in Google Sheets or Excel, including financial modeling and complex formula use.

Possess working knowledge of CRM systems, with a preference for Salesforce.

Have experience with BI tools like Looker, Omni, or Tableau, or proficiency in SQL.

Nice to have

Experience in designing or supporting sales compensation strategies, particularly for consumption-based or usage-based revenue models, and understanding their alignment with go-to-market goals.

Skills & tools

Google Sheets, Excel, Salesforce, Looker, Omni, Tableau, SQL, AI tools

Practical notes

Compensation awarded to successful candidates will vary based on their work location, relevant skills, and experience. The base salary range for this role is $150,000 - $194,700 USD for remote work locations. For work locations in the San Francisco Bay Area, Seattle, New York City, and Los Angeles, the base salary range is $166,000 - $216,300 USD. The total compensation package also includes benefits, restricted stock units, and may include incentive compensation. To learn more about our comprehensive benefit offerings, please check out Life at Airtable.

Airtable is an equal opportunity employer. We welcome diversity and strive to create an inclusive workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other characteristic protected by law.

If you have a medical condition, disability, or religious belief/practice that inhibits your ability to participate in the application or interview process, please complete our Accommodations Request Form and let us know how we may assist you. Airtable is committed to participating in the interactive process and providing reasonable accommodations.

Please see our Privacy Notice for details regarding Airtable's collection and use of personal data relating to the application and recruitment process.

For applicants that live in or have a link to Australia, please see this Privacy Collection Statement for details regarding Airtable's collection.